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Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I'll explain exactly why that happens Nike Shox Enigma Scontate , and how you can avoid it entirely and make prospects chase you instead.


I once heard Donald Trump say, "In selling, you must never appear desperate. As soon as you look desperate, it's over."


A friend and I were talking about the dynamics of a cold call the other day. When we make that call, we usually hope and expect that the prospect will be receptive to hearing what we have to say. However Nike Shox BB4 Uomo Scontate , salespeople face increasing resistance to cold calling, as well as increasing flakiness on the part of prospects who do meet with them. Instead of thinking, "Ok, this may be interesting," here's what most prospects actually think when they receive a cold call: "Great. You don't know me and I don't know you. You have no idea what my goals are. You don't even know if we need what you're selling Nike Shox BB4 Scontate , and in spite of all that, you've decided to waste my time anyway with this call."


What is increasingly becoming the norm is to be rejected by the good, solid prospects everyone wants, and to get appointments with flakey time-wasters who will never buy. Flakiness, in particular Nike Shox TL Uomo Scontate , is a growing problem thanks to the fact that prospects are increasingly bombarded with endless advertising as well as endless salespeople. When you consider the fact that few prospects actually have the courage to say "no" and instead choose to blow us off and make excuses, it becomes even more frustrating.


One of the main themes I try to teach salespeople is two-fold: 1) You must be supremely confident. 2) You must get into the habit of qualifying prospects OUT instead of merely qualifying them. It is the appropriate response to ever-increasing flakiness and evasiveness on the part of prospects. It's our way of communicating to them, "If you can't take the heat, get out of the kitchen" in a non-verbal way. The idea of taking the lead and qualifying prospects out is scary at first, and as . Wholesale Cheap Jerseys Wholesale Jerseys China Free Shipping Wholesale NBA Jerseys Wholesale Custom Jerseys Wholesale NHL Jerseys China Wholesale NFL Jerseys From China Wholesale NCAA Jerseys Wholesale NBA Jerseys Cheap Wholesale MLB Jerseys Cheap Cheap Jerseys From China